Federal Growth / Business Development Manager

22nd Century Technologies Inc.; McLean (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

22nd Century Technologies Inc. seeks an experienced Federal Growth, Business Development & Capture professional to expand opportunities within the DoD federal contracting market. You will identify opportunities, build relationships with government stakeholders, and lead capture from qualification through award.

The role requires deep knowledge of the DoD acquisition lifecycle, federal procurement processes, and various contracting vehicles, with a focus on strategy, win themes, and partnerships.

Qualifications

• 7+ years of experience in federal government business development, capture management, or related roles.

Responsibilities

• Identify and develop new business opportunities with DoD and federal government customers.

Skills

Federal Growth

Business Development

Capture Management

DoD knowledge

Stakeholder Relationships

Education

Bachelor's degree

Tools

GovWin

SAM.gov

FPDS

USAspending

Deltek

Salesforce

Microsoft Dynamics

Job description

• We are seeking an experienced Federal Growth, Business Development & Capture professional with a strong background in the U.S. Department of Defense (DoD) federal contracting market.
• The ideal candidate will be responsible for identifying and developing new business opportunities, building relationships with government stakeholders and industry partners, qualifying opportunities, and leading capture activities from early-stage identification through contract award.
• This role requires a strong understanding of the DoD acquisition environment, federal procurement processes, GWAC/IDIQ/BPA vehicles, prime and subcontracting strategies, and the federal competitive landscape.

Key Responsibilities:

Federal Business Development & Growth:

• Develop and execute a growth strategy focused on DoD and federal government customers.
• Identify new federal opportunities through SAM.gov, agency forecasts, FPDS, USAspending, GovWin, and other market-intelligence sources.
• Build and maintain a qualified pipeline of federal opportunities.
• Identify target agencies, programs, contracts, buying organizations, and decision-makers.
• Develop relationships with DoD program offices, contracting organizations, primes, technology partners, and small-business partners.
• Monitor federal spending, recompete opportunities, upcoming solicitations, and emerging mission requirements.
• Conduct market research and competitive analysis to identify whitespace and growth opportunities.

Capture Management:

• Lead capture activities for strategic DoD opportunities from opportunity qualification through proposal submission and award.
• Develop and maintain capture plans, win strategies, call plans, competitive assessments, and opportunity action plans.
• Analyze customer requirements, acquisition strategies, incumbent contractors, contract vehicles, and competitive positioning.
• Develop PWin assessments, bid/no-bid recommendations, and executive-level opportunity briefings.
• Coordinate solution development with technical, operations, pricing, contracts, and proposal teams.
• Develop teaming strategies and identify potential prime/subcontractor, JV, and strategic partnership opportunities.
• Engage prospective customers and industry partners to shape opportunities where appropriate and permitted.
• Support development of win themes, discriminators, value propositions, and customer-focused solutions.
• Develop a strong understanding of DoD mission areas, including areas such as:
• IT modernization
• Cloud and cybersecurity
• Digital transformation
• Data and AI
• Systems integration
• Mission support
• Defense technology and professional services
• Track DoD organizational priorities, budgets, acquisition strategies, and procurement trends.
• Establish relationships across relevant DoD components and defense agencies.
• Represent the company at industry days, government forums, conferences, and federal networking events.
• Partner with proposal teams to translate capture strategies into compelling proposal responses.
• Support development of RFP/RFI responses, sources-sought responses, white papers, capability statements, and executive briefings.
• Ensure proposals reflect customer requirements, evaluation criteria, win themes, and competitive differentiators.
• Participate in proposal reviews, color-team reviews, and executive gate reviews.

Required Qualifications:

• 7+ years of experience in federal government business development, capture management, account management, or related roles.
• Demonstrated experience supporting or selling into the U.S. Department of Defense (DoD).
• Strong understanding of the federal acquisition lifecycle and DoD procurement environment.
• Experience identifying and qualifying federal opportunities and developing capture strategies.
• Experience working with prime contractors, subcontractors, system integrators, and/or federal technology providers.
• Strong knowledge of federal contract vehicles, IDIQs, GWACs, BPAs, task orders, and competitive procurements.
• Experience with opportunity/pipeline management and CRM systems.
• Strong understanding of federal procurement terminology, including RFI, Sources Sought, RFQ, RFP, IDIQ, BPA, OCI, CMMC, NAICS, and FAR/DFARS.
• Excellent communication, presentation, relationship-building, and negotiation skills.
• Ability to work effectively with executive leadership, technical teams, proposal teams, contracts, pricing, and delivery organizations.

Preferred Qualifications:

• Existing relationships within relevant DoD organizations, defense agencies, or federal contracting ecosystem.
• Experience with large DoD programs and/or complex federal technology procurements.
• Experience developing teaming arrangements and strategic partnerships.
• Experience with GovWin, SAM.gov, FPDS, USAspending, Deltek, Salesforce, Microsoft Dynamics, or similar tools.
• Understanding of FAR/DFARS and DoD acquisition policies.
• Experience supporting contracts with organizations such as Army, Navy, Air Force, Space Force, Marine Corps, DISA, DHA, DLA, or other DoD components.
• Bachelor's degree in Business, Information Technology, Engineering, Government, or a related field preferred.

Key Performance Indicators:

• Capture pipeline and contract value
• Opportunity qualification and conversion
• Capture-to-award performance
• Strategic account growth